Sales Training does NOT have to be painful and intimidating. How would you like to use the telephone to book appointments at 85%? Sounds impossible, doesn’t it? That’s what I thought before I experienced Joe & Dawn Pici’s Sell Naked Sales Training Bootcamp!
This post has nothing to do with credit. I apologize in advance if you expect me to discuss credit.
I hope what I’m about to share with you adds value as I always try to do. I am excited to share with you some of what I discovered at a “Sell Naked” Sales Training Bootcamp in Orlando, Florida (see video and post below):
Here’s why YOU might just benefit from this information. Whether or not you think you’re in sales, you are…in SALES. Every single one of us is in sales. For the longest time, I didn’t believe it either.
Below, you will see how “behavior” styles affect job performance. You won’t believe the “aha” moment I experienced. What do “Behavior Styles”" have to do with sales and/or job performance?
Click Read More below now to find out a “hands on” user-friendly sales training system that gives you RESULTS right there on day 3.
HOW TO BREAK THROUGH FEAR OF TELEPHONE IN SALES?
Clearly, I am in sales. I help people avoid foreclosure in Sarasota and Orlando (FL). When people know, like & trust me, new business comes easily.
No surprise, right? When I actually HELP people, they gladly refer me to their friends, colleagues & family.
So let me ask you: What happens when you become a trusted adviser?
You no longer are just a SALES person; rather, you become a trusted adviser.
How would you like to become a trusted adviser with MANY people who look forward to hearing from you…who want your help.
1. Secret-1: Focus on HELPING people, not on selling them. Find out where their “pain” is and give them a “payne reliever” …no pun intended 
2. Secret-2: No matter how trusted you and I are, people will buy when they need your solution. For all the people who don’t need your solution right now, create a “follow-up email” sequence, providing value on a regular basis without intruding.
3. Secret-3: How do you provide VALUE? Let me ask you a question. When your friends, family or strangers ask you what you do, what do you say?
Do you say, “I’m in real estate (or) customer service (or) sales (or) something else NOT value driven”? Whatever you do for a living, when you get a chance to give a VALUE statement, give it. For example, I say, “I help people improve their credit!”
That’s a VALUE statement. Before Joe & Dawn Pici’s boot camp, I didn’t realize I wasn’t presenting VALUE when I talked with people face to face or on the phone. Example:
- I’m in real estate instead of saying, “I help people AVOID foreclosure.”
- or I’m in credit repair instead of saying, “I help people IMPROVE their credit.”
- or I’m in Internet Marketing instead of saying, “I help business owners INCREASE sales!”
Let me show you how this works to your (and the stranger’s) benefit. A VALUE statement naturally prompts a person (even one who doesn’t need what you have) to ask you, “Oh really… and how do you do that?”
Here’s where I qualify the person with an important “BRIDGE” question BEFORE I respond: “Do you know someone who might need to avoid foreclosure?”
You see what’s happening here? I find out WHY the person is asking me how I do what I do.
Yesterday, the perfect example took place. At a restaurant, a friend introduced me to a guy who asked me what I do. I told him, “I help people AVOID foreclosure.”
Guess what he asked me? You’re right; he asked me how I do it.
Yes, I responded with the following bridge question: ““By chance, do you know someone who might need to avoid foreclosure?”
To which he responded, “Actually, I do…quite a few. I too help people avoid foreclosure. I want to talk with you more. When can we sit down?”
A friend made an introduction and NEVER prepped me for the introduction. John, the attorney, was in the same restaurant for lunch. No business with John was planned. It JUST happened. Isn’t that a big part of HELPING others? It’s not planned.
Without Joe & Dawn’s training, I can assure you I would have screwed it up.
When the 3 days ended, I gladly gave Joe & Dawn a testimonial, citing just a few powerful “takeaways”:
- Develop a value statement when people ask you what you do. What you say always should evoke the other person or group to ask “How do you do that?” For example: “I help people avoid foreclosure!” or “I help people improve their credit so they can grab the keys to their dream home!”
- Do NOT try to sell on the phone. Use the phone to book appointments. That’s all. When calling people for the first time, make a value proposition: “If I could help you increase sales (or whatever it is you know your prospect needs), would that be worth 15 minutes of your time?” Naturally, the person on the phone wants to say, “How do you do that?” To which you would respond, “Would you like to improve sales?” You want to get the prospect to show curiosity about HOW you do what you claim to be able to do.
- Do understand behavior styles. I never realize the 4 different behavior styles require a unique approach. Go ahead, try to sell (consult) to all 4 behavior styles the same way and you will face REJECTION and not know why. Now I know why I have faced much sales rejection before.
Warning: I’m just a little excited in this video. I experienced the results and can’t wait to INCREASE sales!
If you’re in sales or you are a sales manager curious about Joe & Dawn’s ability to train your sales staff, click here after you comment below to discover how to:
- Book more meetings with new clients
- Increase your closing rate
- Create more business with less ‘windshield’ time
- Get your voice and emails returned
- Create customer loyalty and on-going referrals
- Gain immediate results with Live Phone Contacting.
Before I go, I want to share one huge (and totally unexpected) benefit of attending Joe & Dawn Pici’s Sell Naked Bootcamp. People who go to bootcamps usually are serious business people investing in their business/personal success. Guess what happens when VALUE statements mix in with getting to know one another? Do you think you’ll get a FEEL for other people after spending 24+ hours of CLASS time together + lunch and dinner time together + AFTER dinner time together? Something very profitable begins to happen, as it did happen for me and others during those 3 days.
Suddenly, other attendees and I began talking about doing business with each other! That was NOT the intent. The intent was to acquire or refine the sales “process.” BUT…when people know, like & trust people, they are more likely to do business together. Pretty cool, huh?
Sales Training does NOT have to be painful. After you watch the video, please scroll down & tell me what you do for a living. Let’s see how many of us directly and indirectly are in sales. Tell me what’s “tough” about sales for you at least. What would help you improve your sales position (besides a new sales manager )))
Hey, thanks for stopping by. Leave me a comment or question by typing your comment or question in the box following this post. I want to hear from you. Oh yeah, get my FREE CD 8 Secrets To A 680 Credit Score...while I still have a few left. Put your email in the box at the top right...yep, it's yours free and you'll get immediate value!
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{ 5 comments… read them below or add one }
Thanks, Tony! Something else I’ve discovered is that people won’t care about what I HAVE (as a solution) until they know I’m a real person and that I care! Especially on the Internet, people do not trust strangers…nor should they.
Sales people typically want to hurry the sale EVEN when they know what they have will benefit the customer.
Soon, you will have the credit scores you want and you’ll put this work behind you. Thanks, Tony.
Mike
Correction:
Hi Mike,
I do a lot of things. I work in the information technology field for a school. As for sales in this area, I try to sell myself to my customers, my peers, and my boss as being one who can get the job done.
I am also a musician.
One other thing, I am working to get my credit scores higher.
Hi Mike,
I do a lot of things. I work in the information technology field for a school. As probably sales in this area, I try to sell myself to my customers, my peers, and my boss as being one who can get the job done.
I am also a musician.
One other thing, I am working trying to get my credit scores higher.
I understand your skepticism, and the fact that you’ve turned to the “dark side”, now makes me very curious. I’m intrigued by the value proposition and the behavior styles – can’t wait to hear more about it. I believe my clients can use that kind of information.
Good to hear from you, “Spokane Business”.
The “dark side”? Do you mean “sales” in general or using the phone? Chances are, you meant the phone.
Using the phone is the same as using the computer (Internet). It’s a TOOL.
That’s it. Joe & Dawn Pici of Sell Naked Sales Training Bootcamps do NOT believe the phone should be used for sales. The phone (and this is a BIG paradigm shift for many sales people) should be used for presenting value and booking appointments. Unless you’re selling Girl Scouts’ Cookies or a 49 cent widget, real business is done face to face AFTER you connect and build rapport with the other person. A buyer must know, like & trust you (the sales person). To be quick, Joe & Dawn not only are accomplished DOers themselves but also they are behavioral specialists. When you hear them introduce and drill down into the FOUR primary behavior styles the light bulb goes on…big time. For me, I suddenly knew WHY I fail to connect with some people. Keep in mind, this is NOT about “personality” styles. We’re talking behavior styles. Personality is static; behavior is dynamic, considering environmental conditions as well.
For instance, if you encounter a potential customer who is stressed out (unbeknown to you) you might mistaken that person for withdrawn or even rude…that this person is NOT a potential customer. So what next, you cross this person off your list. You “mis-read” this person.
Or what about this one: you show up to an appointment and you try to do everything right (that is, VALUE versus features). You listen; you ask questions. You think you’re nailing the presentation but the prospect will NOT commit. In my case, my behavior is defined as “D” for very direct, fast and domineering. “C” is calculating in that I need LOTS of facts, figures & proof. I intentionally will not buy immediately. There’s more to it, but the other two are “I” and “S”. An “I” is the fun-loving, people-loving person. An “S” hates conflict and making a quick decision. Does not care for aggressive people (that is, the “D” type).
Are you getting the picture here, Dennis. My “D” dominant behavior type might be construed as pushy and rude by a decision-maker who is an “S” behavior type. Bottom line: I strike out because I tried to consult/sell to MY behavior style. I did not understand the prospect and consult according to his/her behavior type.
AND….
This is the beginning of the Sell Naked Sales Training Boot Camp!
I used to HATE (did I say “hate” strongly enough) making contacts with the phone. Hated it. I was doing it all wrong! I was savvy enough to understand VALUE statements. Yet, I needed a quick, powerful “script”.
Last, forget the misnomer of a “gatekeeper.” There’s no such thing as a “gatekeeper.” Ideally, anyone in SALES should strive to become a trusted adviser. Once we finally reach RAPPORT with our prospects, we will be able to sell. There’s much more but my fingers cannot move as fast as my brain when recalling that amazing 3-day boot camp.
Thanks for commenting, Spokane Business. Let me know what else you want to know.
Mike
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